This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management views of coaching’s importance to sales organization success. Lastly, the research identifies key challenges to implementing coaching, and best practice approaches for realizing return on sales coaching investments.
This Research Brief, an abridged version of the full research report, provides selected findings and exhibits.
Other resources available related to this research
Research First Look
Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.
Full Research Report
A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.
Companion Exhibits
A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.
